Dealmaker

Introduction
At IBM work is more than a job – it’s a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better but to attempt things you’ve never thought possible. Are you ready to lead in this new era of technology and solve some of the world’s most challenging problems? If so lets talk

Your Role and Responsibilities
Your mission as a Dealmaker is to lead negotiate and close multi-brand deals. You understand complex constructs of contracts and financial selling articulating the value of solution components that results in revenue optimization.

Account Planning & Stakeholder Management

• Leads plans designs negotiates and closes large complex Technology deals that typically span multiple cross-brand solutions
• Contributes to account strategy for the largest accounts with a focus on building continuous business and financial value through the IBM and client partnership

Sales Execution

• Demonstrates flexibility creativity and innovation in structuring complex Technology deals for the largest and international accounts
• Maintains the legal and accounting integrity of the transactions they lead over length of the contract
• Collaborates with IBM Licensing to serve the best interests of the client and IBM

Managing for Growth

• Structures deals with a focus on long-term revenue and profit
• Articulates business value of partnership with IBM and positions best fit contracts with clients
• Creates and pioneers new and relevant business and financial models to help meet new client requirements.

Required Technical and Professional Expertise

• Show and maintain deep expertise in contracts licensing and financial selling to shape deals that deliver quantifiable client outcomes driving business value while supporting IBM business strategy
• Command the enterprise sales process from vision setting through final negotiation
• Articulate and advise on IBM’s technology key sales plays
• Build relationships with key stakeholders both externally and internally within IBM through effective listening and communicating with candor.

Preferred Technical and Professional Expertise

• None